Every day as a sales manager, you face a choice that shapes your team's future: Do you tell your reps exactly how to handle prospects, or do you help them figure out their own approach?

This fundamental choice determines whether you're managing quotas or coaching salespeople to grow.

Engagement Message

Have you noticed this pattern in your own sales leadership?

Managing focuses on hitting numbers right now. You assign territories, set daily call quotas, dictate scripts, and track activity metrics. It's about control and immediate results.

Coaching focuses on developing sales skills for the long term. You ask questions, guide discovery, and build capabilities.

Engagement Message

Which approach do you use more often?

Here's managing in action: "Call these 20 leads today, use the script exactly as written, and update the CRM by 5 PM with all outcomes."

Clear, direct, activity-focused. The manager controls the process and approach completely.

Engagement Message

Can you think of a recent time you managed this way?

Here's coaching in action: "What do you think is the best way to approach these prospects? What objections might come up, and how could you handle them?"

Same goal, different approach. The coach guides the rep to think through their strategy themselves.

Engagement Message

How might this change the salesperson's experience?

Both approaches have their place! Managing works well for urgent month-end pushes, new reps learning basics, or crisis situations where quick action is critical.

Coaching works better for developing selling skills, building confidence, and preparing reps for complex deals.

Engagement Message

When would you choose managing over coaching?